We supported a US spine medical device company with the identification and assessment of senior sales leadership to accelerate revenue growth.
A US-based spine start-up engaged MedtechExec to support the search for a Director of Sales as the company transitioned from early revenue generation to structured commercial scale-up. With an expanding product portfolio and increasing surgeon adoption, the business required an experienced sales leader capable of building, managing, and optimising a high-performing sales organisation.
The client sought insight into comparable sales leadership profiles within the spine and orthopaedic medical device market, including leaders experienced in territory build-out, distributor optimisation, and direct sales team development. The focus was on candidates within the United States with hands-on experience scaling spine businesses.
The objective was to deliver a detailed market mapping exercise focused on senior sales leaders with proven success in spine and orthopaedic devices. We assessed factors including typical Director of Sales backgrounds, regional versus national remit, experience across direct and distributor-led sales models, and compensation benchmarks aligned with venture-backed medical device start-ups.
This analysis enabled the client to define the ideal sales leadership profile required to drive near-term revenue while building a scalable sales infrastructure.
MedtechExec delivered a tailored shortlist of high-calibre Director of Sales candidates, supported by actionable market intelligence. This enabled the client to confidently evaluate leadership options and progress with a structured hiring decision aligned to their commercial growth strategy.
The engagement provided clarity on the available sales leadership landscape and positioned the business to accelerate revenue performance while maintaining operational discipline.
“Partnering with m edtechexec was a turning point for our commercial organisation. We needed a Director of Sales who not only understood the spine market, but who could build structure, develop our field teams, and accelerate revenue in a disciplined way. The team provided deep market insight, a highly targeted shortlist, and a process that felt both rigorous and collaborative. The candidate we ultimately hired has already made a measurable impact on our growth trajectory. medtechexec will be our first call for future leadership hires.”
– CEO, US Spine Start-Up